State and Local Strategic Account Manager

ICEYE

15d•Remote

About The Position

ICEYE is hiring a permanent, remote State and Local Strategic Account Manager in the United States to own relationships with state and local government agencies and sell ICEYE’s portfolio of natural disaster solutions. The role brings flood predictive insights to emergency managers, public safety leaders, and resilience planners to help them make better-informed decisions before, during, and after natural disasters. The manager develops and manages a pipeline from prospecting and discovery through procurement and close, acting as a trusted customer partner. The work supports state and local communities in anticipating risk, protecting residents, and recovering faster. The successful candidate sells to emergency management, public safety, water resource, and floodplain management organizations. They lead consultative discovery, connect agency challenges to ICEYE solutions, manage the full sales cycle, navigate government procurement and funding processes, and communicate solution value to technical and executive audiences. The role works closely with sales development representatives, solution engineers, customer success managers, and the Head of North America. It includes occasional travel for customer meetings, events, conferences, demonstrations, and workshops. Employment is subject to applicable security screening, including SUPO where required.

Requirements

Proven experience selling complex, multi-stakeholder solutions to state and local government.
Demonstrated consultative sales approach, including diagnosing needs and connecting solutions to operational outcomes.
Track record of self-sourcing pipeline, closing deals, and meeting or exceeding quota while working independently.
Working knowledge of geospatial concepts and technology, such as GIS, remote sensing, mapping, or spatial analytics.
Background in water resources, through engineering (such as hydrology, hydraulics, flood modeling, or stormwater) or water resources sales.
Familiarity with government procurement processes and funding mechanisms.
Strong communication, presentation, and relationship-building skills, with the ability to communicate credibly with technical and non-technical audiences.
Willingness and ability to travel to customer sites, agency meetings, and industry conferences.

Nice To Haves

Direct experience working with or within emergency management, public safety, or disaster response organizations.
Existing relationships with state and local emergency management agencies or associations.
Familiarity with FEMA grant programs, such as BRIC and HMGP, and how agencies fund resilience and mitigation projects.
Knowledge of flood risk, floodplain management, or earth observation data, such as satellite imagery and SAR.
Experience with CRM and sales tools such as Salesforce.

Responsibilities

Sell solutions that help government organizations prepare for, respond to, and recover from natural disasters, focusing on emergency management, public safety, water resource, and floodplain management organizations.
Conduct consultative discovery to understand agency operational challenges and map them to ICEYE solutions.
Lead the full sales cycle from first contact through close, including demonstrations, technical discussions, proposals, pricing, and contract negotiation.
Navigate government procurement processes, including RFIs, RFPs, RFQs, grant funding, and budget cycles.
Translate geospatial and water resources concepts into clear, outcome-focused value for technical users and executive decision makers.
Develop relationships with stakeholders across state and local government, including emergency managers, GIS teams, floodplain managers, procurement officers, and elected or appointed officials.
Work with the Head of North America to develop and execute short- and long-term sales strategy.
Maintain accurate forecasting, pipeline hygiene, and account plans in the CRM.
Travel occasionally to meet customers and prospects, attend emergency management events and industry conferences, and conduct on-site demonstrations and workshops.
Share market feedback with internal teams.